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Wednesday, July 12, 2006

IT Marketing: Sell Your Expertise

Don't play the price game. Eventually, you'll lose. Instead, you want to sell your expertise to your prospects. They will be impressed by your credentials and mostly your experience when they are considering your company.

In your marketing materials, be sure to talk about yourself. Don't hide. Some people want to make the company look big by keeping the information anonymous, but people are more interested in your background and beliefs than the size of your company.

One of the biggest questions I get is “What have you found to be the best, most cost-effective way to get great leads, both in your own business and with some of the consultants that you work with across the country and around the globe?”

The biggest problem is that people are using the same leads with the same pitch they've had for the past five years. Use something new. Don't just talk about what you sell, but talk about what you believe and how you can benefit the customer.

Learn more about selling your expertise in the full article (link above).

Submitted by Computer Consulting Kit